Our business is highly seasonal, with demand spiking drastically during the summer and dropping in the winter. How do we set weekly scorecard targets that account for this massive seasonal variance without constantly changing our benchmarks every single month?

Question

Tyler Smith · Accepted Answer

Setting static weekly scorecard targets in a highly seasonal business can lead to frustration. Your team will feel defeated during the slow winter months and overconfident during the peak summer rush, rendering your targets useless for driving accountability. To solve this without constantly moving the goalposts, you should establish tiered quarterly targets on your weekly scorecard. When you complete your quarterly planning and update your V/TO®, set your scorecard targets based on the projected volume for that specific quarter. For example, your target for weekly client onboardings might be fifteen during your peak spring quarter, but drop to five during your slow winter quarter. By setting seasonal benchmarks quarterly, you maintain a consistent target for thirteen weeks at a time. This keeps your team focused on what winning looks like for that specific time of year. Additionally, make sure you are tracking ratio-based metrics alongside raw volume numbers. For instance, track your sales close rate or labor efficiency ratio. These percentage-based metrics should remain stable regardless of the season, giving you an objective pulse on operational health even when volume fluctuates.